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How to Develop a Value Proposition Advantage

May 25, 2016

uniqueIn order to be successful in the insurance business your value proposition advantage must be different and superior to all others.

5 Ways to Discover Your Value Proposition Advantage:

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Touchpoints that Make a Difference

May 12, 2016

“Marketing Mix Puzzle Shows Marketplace Place Price Product And P…” by Stuart MilesToday’s consumers have come to expect a lot of touches from insurance agents and brokers within the 90 days leading up to their insurance renewals.  Far too often, these touches are hollow messages about product and price.  Do these touchpoints make a difference?  Do they allow the agent or broker to stand out in a crowded marketplace?  Are they valued by the consumer?  Rarely! Read more…

Role playing: The Secret to Success

May 8, 2016

“Smart Business Man Lift Up Graph Arrow” by tungphotoWhy is Beyond Insurance often such a proponent of role plays as a learning activity?  They work!  You cannot hone a skill, particularly one as difficult as building rapport with a prospect, without practicing – any more than an athlete is going to learn a sport without practice and preparation, or an actor is going to perform well without rehearsing. Read more…

Successful Sales Leaders Put the Right People in the Right Jobs

March 28, 2016

“Young Businessman Smiling In A Office Outdoor” by stockimagesSales leaders frequently express concern about the lack new business pipeline development.  They are perplexed about why their business development team cannot achieve the goals they’ve set.

According to Dr. Chris Croner of SalesDrive, it has been estimated that up to 50 percent of people who are currently making their living by selling are in the wrong line of work. They may be excellent communicators, likable and gregarious, yet they do not possess drive – the most important characteristic of people who sell for a living. Read more…

Five Traits of Active Listening

March 17, 2016

beyond insuranceA high-performing sales leader recently told Beyond Insurance that active listening skills have transformed her team and created “astounding success” with clients.  She said, “We used to brag to the prospective customers that we had a robust tool kit of capabilities and solutions.  We never took the time to first allow the prospect to tell our team their key issues and needs.  In other words, we never practiced a thoughtful discovery process.  Now we’re only talking 15-20 percent of the time, and our prospects are leaving the meeting feeling ‘heard.’” Read more…

Five Levels of Success – Which Level Are You On?

January 29, 2016

Business handshakeIn a recent Beyond Insurance survey, 43% of respondents said that communicating the value of their unique risk advisory process is a top priority in 2016.  Other top priorities included improving a criteria filter to better qualify prospects and strategies to benchmark customer loyalty.

Although you may be planning to focus strategically on your process and activities directly related to it, you must be aware of a dramatic shift in customers’ buying mentality.  According to research presented in the Harvard Business Review, successful sales professionals must develop flexibility in their approach to prospective clients and rely on keen insight and superior judgment to produce results.
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Be Thankful for Your Golden Goose Referrals!

January 27, 2016

“Dollar Egg” by digitalartIn one of Aesop’s fables, a farmer and his wife had a goose that laid a golden egg every day.  The delighted farmer soon became rich by selling the golden eggs.  Eventually, the farmer and his wife grew greedy, and thinking to get all the gold the goose could give, they killed her and opened her up…only to find nothing.  Their greed ultimately deprived them of the golden eggs that the goose laid day after day.

Dr. Denny Coates, psychologist and author, revised the fable for today’s businesses:  Read more…

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